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    Layers of Resistance -- The Buy-In Process According to TOC (Chapter 20 of Theory of Constraints Handbook)

    By: Efrat Goldratt-Ashlag

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    This is an individual chapter of Theory of Constraints Handbook. Chapter Purpose: To provide a deeper understanding of the TOC systematic buy-in process to overcome resistance to change. We often find out that even great solutions do not sell themselves. If we want to get the full collaboration needed for a successful implementation, we better do a good job in buying people in. The chapter examines the different objections that people raise to a suggested change and views them as layers that should be peeled in an orderly manner. Better understanding of the layers of resistance to change may help us plan how to present changes in a way that promotes consensus, as well as enhance our ability to address objections whenever we encounter them.

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